SPM
Travel Costs: Incent to Save?
Saturday, April 17th, 2010 | Compensation Plans, EIM, Goal setting, SPM, bonus | No Comments
An article in Thursday’s US Today focuses on how companies are determining the necessity of business travel. Corporate travel experienced cuts in recent years in reaction to economic conditions with every expense item receiving more scrutiny than in boom times. On the other hand many will vehemently espouse the idea that downturns are no time to cut sales and marketing budgets. The article sites that business travel in Q1 2010 is up from Q4 2009 and also year over year versus Q1 2009; this is definitely a good economic indicator. › Continue reading
Similar Posts:
- Goals under attack! - MichaelStus
- The Dangerous Power of Pay - JasonKearns
Merced and Canidium announce upcoming ICM Webinar: Solution Assessment and Road Mapping
Monday, April 12th, 2010 | EIM, Merced, Project Direction, SPM | No Comments
Canidium and partner Merced Systems will host a webinar at noon Eastern / 9:00 A.M. Pacific on Tuesday, May 11th. The key speakers will be Canidium Principal Consultant (and frequent Alpha Comp contributor), Jason Kearns, and Merced’s VP of Business Consulting, Matthew Katz. Kearns and Katz will be discussing the classic progression of incentive compensation automation within organizations including how organizations can assess their current process and effectively road map for future success. Those who will most benefit from attending include sales VPs, IT directors, compensation managers and other compensation and sales professionals. More information and registration is available here.
Similar Posts:
- There’s Value in the Journey - JasonKearns
- Beware of unneeded system flexibility - MichaelStus
The Perfect Gift, a Christmas Bonus
Tuesday, December 22nd, 2009 | SPM, bonus | No Comments
In recent years the “Christmas Bonus” has been a species in decline. Once an American staple, it went out of favor for a couple of reasons.
First, you couldn’t call it the Christmas Bonus anymore if you wanted to be politically correct. And unfortunately, “Year End Bonus” or “Holiday Bonus” just doesn’t have the same cache with most of us.
Second, and more importantly, the argument began amongst compensation professionals that an obligatory bonus at the end of the year doesn’t really affect behavior. The goal of compensation is to incent employees’ performance. If they get a bonus every year just for showing up, where’s the motivation?
› Continue reading
Similar Posts:
- What’s in a name? - JasonKearns
- Compensation Management is not for Sissies - JasonKearns
The Dangerous Power of Pay
Thursday, December 3rd, 2009 | Compensation Plans, EIM, SPM | No Comments
One aspect of compensation that has always fascinated me is the psychology of motivating people to do what you want. People are motivated by a lot of different things and there’s a lot of literature around that. However, the common belief is that money is number one and always will be, especially amongst sales people. I’ve always bought into that. I’ve advised clients to simplify compensation plans down to where they know what to sell, how much to sell, and how much money they’ll make when they achieve their goals.
“If you want something sold, put a quota on it.” I always say.
Similar Posts:
- The Perfect Gift, a Christmas Bonus - JasonKearns
- Recession Driving Non-Cash Incentives? - MichaelStus